The Curse of Knowledge

The Foot-in-the-Door Technique

Why do people agree to big requests after saying yes to a small one? In this episode of Circuit Breaker: Rewiring Your Decisions, we explore the foot-in-the-door technique — a powerful persuasion strategy where securing a small commitment first makes people more likely to agree to a larger request later. Discover why consistency is such a strong force in human behaviour, how marketers, salespeople, and campaigners use this technique to influence decisions, and how to recognise when a seemingly harmless first step is leading you somewhere much bigger. Studies and links: Compliance without Pressure: The foot-in-the-door technique | Jonathan L. Freedman and Scott C. Fraser | Journal of Personality and Social Psychology 1966, Vol. 4, No. 2, 155-202 | buildonomics.com https://www.bulidomics.com/w/images/6/6c/Freedman_fraser_footinthedoor_jpsp1966.pdf [https://www.bulidomics.com/w/images/6/6c/Freedman_fraser_footinthedoor_jpsp1966.pdf] Foot-in-the-Door as a Persuasive Technique | psychologist world the foot-in-the-door technique | https://www.psychologistworld.com/behavior/compliance/strategies/foot-in-door-technique [https://www.psychologistworld.com/behavior/compliance/strategies/foot-in-door-technique]

The Curse of Knowledge

Why is it so difficult to remember what it’s like not to know something? In this episode of Circuit Breaker: Rewiring Your Decisions, we explore the curse of knowledge — the cognitive bias that makes informed people assume others share the same understanding, context, or perspective that they do. Discover how knowledge can unintentionally create blind spots, why experts often struggle to explain simple ideas clearly, and how this bias shapes communication, teaching, and everyday misunderstandings more than we realise. Studies and links: The Rocky Road from Actions to Intentions | Elizabeth Newton https://gwern.net/doc/psychology/cognitive-bias/illusion-of-depth/1990-newton.pdf [https://gwern.net/doc/psychology/cognitive-bias/illusion-of-depth/1990-newton.pdf] Curse of Knowledge | The Decision Lab https://thedecisionlab.com/reference-guide/management/curse-of-knowledge [https://thedecisionlab.com/reference-guide/management/curse-of-knowledge]

The Scar Experiment

Why does what we believe about ourselves change the way other people seem to treat us? In this episode of Circuit Breaker: Rewiring Your Decisions, we explore the Scar Experiment — the psychological study showing how our beliefs and insecurities can shape the way we interpret social interactions. Discover how seeing yourself as judged, weak, or victimised can subtly change the way you act and respond to the world — and how the same mechanism can work in the opposite direction. Studies and links: Invisible Scars | Psychology today https://www.psychologytoday.com/gb/blog/beyond-school-walls/202410/invisible-scars [https://www.psychologytoday.com/gb/blog/beyond-school-walls/202410/invisible-scars] Perceptions of the Impact of Negatively Valued Physical Characteristics on Social Interaction | Robert E. Kleck and Angelo Strenta | Journal of Personality and Social Psychology | Research gate https://www.researchgate.net/profile/Robert-Kleck/publication/232481827_Perceptions_of_the_impact_of_negatively_valued_physical_characteristics_on_social_interaction/links/56a4f54d08aeef24c58bae73/Perceptions-of-the-impact-of-negatively-valued-physical-characteristics-on-social-interaction.pdf [https://www.researchgate.net/profile/Robert-Kleck/publication/232481827_Perceptions_of_the_impact_of_negatively_valued_physical_characteristics_on_social_interaction/links/56a4f54d08aeef24c58bae73/Perceptions-of-the-impact-of-negatively-valued-physical-characteristics-on-social-interaction.pdf]

The Decoy Effect

Why do our preferences change just because a third option is added? In this episode of Circuit Breaker: Rewiring Your Decisions, we explore the decoy effect — the phenomenon where introducing a strategically inferior option makes one of the original choices more attractive. Discover how comparisons shape what we choose, why “irrelevant” options can steer decisions, and how to recognise when your preference is being nudged by the way choices are presented rather than what you truly want. Studies and links: Decoy Effect | Think Insights https://thinkinsights.net/strategy/decoy-effect [https://thinkinsights.net/strategy/decoy-effect] The Economist Magazine: A story of clever decoy pricing effect | The Strategy Story https://thestrategystory.com/2020/10/02/economist-magazine-a-story-of-clever-decoy-pricing/ [https://thestrategystory.com/2020/10/02/economist-magazine-a-story-of-clever-decoy-pricing/] Why do we feel more strongly about one option after a third one is added? | The Decision Lab https://thedecisionlab.com/biases/decoy-effect [https://thedecisionlab.com/biases/decoy-effect]

The Identifiable Victim Effect

Why do we feel a surge of compassion for one person’s story — yet stay emotionally flat when thousands are suffering? In this episode of Circuit Breaker: Rewiring Your Decisions, we unpack the identifiable victim effect — our tendency to respond more strongly to a single, vivid individual than to an entire group. Explore why statistics leave us cold, how our brains are wired to care about people rather than numbers, and how recognising this pattern helps you understand why one story can move you to act when large‑scale problems barely register. Studies and links: The ‘‘Identified Victim’’ Effect: An Identified Group, or Just a Single Individual? | Tehila Kogut and Ilana Ritov | Journal of Behavioral Decision Making The "identified victim" effect: an identified group, or just a single individual? [https://pluto.huji.ac.il/~msiritov/KogutRitovIdentified.pdf] Why are we more likely to offer help to a specific individual than a vague group? | The Decision Lab Identifiable Victim Effect - The Decision Lab [https://thedecisionlab.com/biases/identifiable-victim-effect]